Heating and Plumbing

For businesses who are looking for contract opportunities to provide their goods or services to public and private organisations, the tender documents will provide a lot of information to help them determine if it is a suitable opportunity to bid for.

The tender document will be available, typically via the online portal, for bidders to read, with guidance of how the tender response should be carried out.

We explain more about what is included, and how to plan and respond to them in this article. So, if you’re interested in winning tenders, keep reading for our expert tips to develop a successful response too.

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We strongly believe our role is not simply to 'write' or to respond to tenders but to support our clients to win contracts.

What are they looking for from a supplier?

They will often have a pre-qual or selection questionnaire as the pass/fail or shortlisting stage of the wider tender opportunity. You will need to create a PASS before your pricing and quality proposal is reviewed. For this they will be looking for relevant experience, references, insurances, accreditations, health and safety, safeguarding, data protection, quality assurance and financial stability. Any questions you have during the tender you can always ask a clarification question, but as a guide on the financial stability, a contracting authority/ buyer would rarely award a contract to a supplier which is more than 50% of their turnover. So, if you turnover £1m, as a guide only, you would be looking at contracts £500m and under.

After the selection questionnaire or SQ in the plumbing and heating or heating installation and maintenance tender, you then have to price the tender and complete the quality method statements or award questionnaire, which forms part of the ITT (invitation to tender).

A typical plumbing and heating tender will be 6 to 10 scored questions focused on:

  • Staffing structure
  • Implementation plan
  • Code of conduct
  • DBS checks
  • Risk management
  • Health and safety
  • Contract performance, monitoring and supervision
  • Waste reduction
  • Social Value

These will be evaluated using a defined method such as:

Unweighted score



poor or unsatisfactory response giving rise to serious concerns about meeting the specification


weak response suggesting there are shortcomings of a less serious nature in meeting the specification


adequate response suggesting that the specification is likely to be met, albeit only just, or with minor shortcomings that will not be critical to delivery of the service


good response giving confidence that the specification will be satisfactorily met in all relevant respects


very good response giving a high level of confidence that the specification will be fully met and exceeded, offering added value and further improved outcomes

This evaluation criteria, along with the specification is what you need to tailor the best response possible. Your Bid Writer or Bid Writing Consultancy will work with your Contracts Managers and Technical Team to understand your solution and collect the required evidence to best sell your business against these criteria.

When bidding you need to consider why you are best placed to exceed the requirements of the buyer and what evidence you have in place to demonstrate this. You need to make sure your heating services tender response is as tailored as possible to demonstrate your understanding of their specific needs and challenges, the local environment and infrastructure.

Beyond the tender documents, you will always find useful information which will give you further insight into a buyer and their challenges. This could be from minutes published online, strategy documents and objectives, such as their Social Value Plan. You will score higher points by aligning yourself to this and showing how you can work with them to achieve their vision.

Where can I find heating and plumbing tenders?

  • Housing Associations
  • Councils and Local Authorities
  • NHS
  • Education – Schools, Multi Academy Trusts, Colleges, Universities
 These can be monitored via our free software Tender Pipeline –

Use our Tender Pipeline Software to get FREE Tender updates, announcements and competitor information straight to your email. 

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